SMART STEEL. Q Results. Detlef Borghardt, CEO Dr. Matthias Heiden, CFO. August 14, 2018

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1 SMART STEEL Q2 218 Results Detlef Borghardt, CEO Dr. Matthias Heiden, CFO August 14, 218

2 Agenda Business Summary Guidance adjustment FY 218 Market update Regional trends: Status and profitability trend in the Americas Adjustment Group targets in sales and earnings FY 218 2

3 Business Summary Q2 218 Q2 218 sales growth of 15.% reaching historically highest Q2 sales level of approx mn (py: 3.3 mn) Organic sales growth increased to 11.7% Current market environment marked by continued soaring customer demand and strained industry supply chain coinciding with new production network ramp-up and re-alignment lead to slower than originally expected reduction of additional operating expenses in the US Continued burdening effects and risks from still rising steel prices in the US (price pass-ons in most instances possible, but with a delay of approx. six months) 3

4 Business Summary Q2 218 Q2 218 adjusted EBIT at 23.8 mn (py: 26.7 mn) down 1.9%; but sequentially higher than Q1 218 ( 2.3 mn) Adjusted EBIT margin came in at 6.9% (py: 8.9%) lower than anticipated Burden from increased operating cost related to the restructuring and realignment of the new US production network coinciding with sharp steel price increase in North America Noticeable improvement in net finance costs to 2.4 mn (py: 3.9 mn) EBT increased by 3.% to 17.2 mn (py: 16.7 mn) 4

5 Business Summary Q2 218: Guidance adjustment Based upon Q2 218 figures and expected further developments for the remainder of the year, SAF-HOLLAND adjusts its sales and earnings targets for the full business year 218 (adj. EBIT margin specification) Considering group adj. EBIT margin we now expect the Group s adj. EBIT margin to come in within a range of 7.% to 8. %; Previously: 8.% to 8.5% Due to the stronger than expected organic sales revenue trend driven by both upbeat markets and underlying structural growth in the first six months 218 we step up our sales forecast for the full year of 218: Organic sales increase of 5% to 7%; Previously: Organic sales increase of 4% to 5% 5

6 Trailer market trend North America: Sustained strong order intake, backlog reaches up to six months Trailer net orders Jan. Feb. March April May June July Aug. Sep. Oct. Nov. Dec June net trailer orders in NA were 18,6 units, down 11.5% m/m and down 1.6% y/y versus high comparables. In the first six months of 218 net trailer orders increased by 2.3%. 6 Source: FTR, July 218

7 Truck market trend North America: Order boom versus strained supply chain Class-8 net orders Jan. Feb. March April May June July Aug. Sep. Oct. Nov. Dec NA Class 8 net order intake for June 218 was 41,8 units, up 18% m/m and significantly better than a year ago. In the first six months of 218 class 8 net orders increased by 96%. 7 Source: FTR, Truck OEMs - Total N.A. Cl. 8 Orders (US/CAN/MEX/EXP), July 218

8 Heavy truck market in the EU: Solid trend continues New registrations of heavy commercial vehicles (HCV) >16 tons Jan Feb March April May June July Aug Sep Oct Nov Dec In June 218, demand for heavy commercial vehicles increased to 27,58 vehicles. In the first six months of 218 heavy truck market in the EU increased by 3.9%. 8 Source: ACEA, Commercial vehicle registrations, July 218

9 Group sales and adjusted EBIT by quarter Sales in mn Adj. EBIT in mn. and adj. EBIT margin in % % % % 7.5% 8.7% 8.4% 7.8% 6.7% 6.9% 6.9% 15 14% 12% 1% 8% 6% 1 1 4% 5 5 2% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 % Q2 218 top line grew by 15.% reaching a record level of mn (py: 3.3 mn). Adjusted EBIT margin down to 6.9% (py: 8.9%). 9

10 Share of group sales by channel and region in Q % (py: 24.2%) 12.9% (py: 8.%) 35.6% (py: 38.9%) OE business 76.9% (py: 75.8%) Aftermarket business EMEA Americas APAC/China 51.5% (py: 53.1%) Share of the OEM business increases to 76.9%. Share of APAC/China picks up significantly to 12.9% while share of the Americas region shrinks burdened by negative translational FX effects. 1

11 Q2 218 Sales composition in mn Sales in Q2 217 Organic growth FX effects M&A Sales in Q2 218 Top line in Q2 218 increased by 15. % to mn incl. contributions from V.ORLANDI and York Group. Strong organic sales growth of 11.7%, yet still significant negative translational effects of mn (-3.7%). 11

12 Positive trend in organic sales growth continued in all regions 6% 5% 52.9% 49.2% 4% 35.8% 38.3% 3% 2% 1% 8.6% 8.1% 5.1% 5.2% 6.4% 11.% 7.6% 15.1% % EMEA Americas APAC/China Q3 17 Q4 17 Q1 18 Q2 18 (Versus py quarter) Positive trend in organic sales growth continued in all reporting regions. Noteworthy: in the APAC/China region strong growth on already solid py comparables. 12

13 Business performance Americas: Burden from realignment of plant network and soaring steel prices; successive improvement continues Sales in mn Q2 217 Q2 218 Adj. EBIT in mn and margin in % % 6% 6.3% 4%.7 2%.6% % Q2 217 Q % 12% 1% Summary Soaring customer demand and net order intakes coincide with strained industry supply chain Despite ongoing realignment measures, the Americas region realized organic sales growth of 15.1% ( mn) Negative exchange rate effects (-9.8%) weighed in Sales reported up 5.3% to reach 123. mn (py: mn), up 21.1 mn versus Q1 218 Q2 218 adj. EBIT at.7 mn (py: 7.3 mn) Additional operating expenses of 2.3 mn were incurred, due to continued start-up inefficiencies and realignment of the new production network in the US Add-on expenses were express freight and logistics costs, production inefficiencies and compensation payments in accordance with supply agreements Soaring steel price burden of 4.3 mn Successive margin improvement versus Q1 218 (-.7%) 13

14 Burdening effects on Q2 218 adj. EBIT Americas region in mn Add-on operating expenses of 2.3 mn Adj. EBIT Q2 217 Customer debit Expedited freight/ Plant inefficiencies Steel price Adj. EBIT Q mn in extra operating expenses caused by the realignment of the US production network in Q Besides, steel price-related upfront material expenses had an negative overall impact of 4.3 mn, and mix was not supportive. AM improving but still facing noticeable backlogs. 14

15 Add-on operating costs and adjusted EBIT margin trend Americas: Successive improvement Add-on operating costs in mn Adj. EBIT margin in % % 6. 8% % % %.6% 2.3 6% 4% 2% % -2% 2. -4% 1. -6% -8%. Q3 217 Q4 217 Q1 218 Q % Cost situation derived from inefficiencies form realignment and ramp-up of new production network in the US still unsatisfying, measures ongoing. Successive improvement since low-point in Q4 217 and return to profitability in Q

16 Business performance by region: EMEA posts solid organic sales growth and operational leverage Sales in mn Summary Q2 218 sales growth of 11.5 % to mn (py: mn) Favorable macroeconomic environment, improved Eastern European and Middle-East business and OE share gains colluded V.Orlandi contributed as of April 218 Q2 217 Q2 218 Adj. EBIT in mn and margin in % On an organic basis sales up +5.2% yoy Aftermarket (AM) growth of 4.% on a high basis % 14% 12% Q2 218 adj. EBIT rose 17.9% to 2.4 mn (py: 17.3 mn) % 11.5% 1% 8% 6% 4% 2% Adj. EBIT margin expanded to 11.5% (py: 1.8%) supported by positive mix effects and operational leverage Q2 217 Q2 218 % 16

17 Business performance by region: APAC/China again achieves highest percentage sales growth within the Group Sales in mn Summary APAC/China as of Q2 218 includes India: Acquired York Group consolidated as of May 218 Q2 218 sales increased by 86.2% from 23.9 mn to 44.6 mn; York contributed approx. 14 mn in sales On an organic basis sales were up 38.3% 1 Q2 217 Q2 218 Adj. EBIT in mn and margin in % Unchanged, the new regulatory load limits for CVs and stricter safety regulations for hazardous goods and automotive transporters provides for strong growth in the premium segment in China % 1% % 8% 6% 4% Adj. EBIT in the region APAC/China increased to 2.7 mn (py: 2.1 mn) As expected temporary margin dilution from York inclusion. Q2 217 Q % % Adj. EBIT margin came in solid at 6.1% (py: 8.8%) despite still marginal share of aftermarket business in China 17

18 Reconciliation sales to gross profit Q2 218 in mn 4 Impact on gross margin in Q Temp. workforce total Volume Thereof: Effects from US steel price Additional operating cost related to US Restructuring cost on group level.2 related to US 54. Q2 218 sales Cost of sales Gross profit Raw materials - Product mix - Restructuring cost - Exchange rate - Operating +- efficiencies Q2 218 gross profit at 54. mn (py: 55. mn) and gross margin at 15.6% (py: 18.3%) still impacted by additional operating expenses ( 2.3 mn) related to US plant realignment besides significant rise in steel price leading to upfront material cost of 4.3 mn. 18

19 Reconciliation of reported EBIT to adjusted EBIT Q2 218 in mn Reported EBIT Depreciation and amortization from PPA Restructuring and transaction costs Adjusted EBIT Excl. restructuring and transaction costs totaling 1.6 mn (py: 1.9 mn) and PPA of 2.6 mn (py: 1.2 mn), the adjusted EBIT amounted to 23.8 mn (py: 26.7 mn). 19

20 From EBIT to net income Q2 218 in mn EBIT Finance result Income taxes Net income Clean EBIT of 19.6 mn (py: 2.6 mn) combined with lower net finance cost of 2.4 mn (py: 3.9 mn) and stable Group income taxes of 5.2 mn (py: 5. mn) producing net income of 12. mn (py: 11.8 mn). 2

21 Basic EPS versus adjusted EPS in Basic earnings per share Q2 217 Q2 218 Adjusted basic earnings per share Based on 45.4 mn shares outstanding, basic EPS amounted to.26 (py:.26) and adjusted basic EPS to.35 (py:.35). 21

22 Inventories and net working capital (NWC) Inventories in mn and days of inventories Q1 Q2 Q3 Q4 Q1 Q Net working capital in mn and as % of sales % % 12.9% 13.4% 11.9% 11.% 6 1 Q1 Q2 Q3 Q4 Q1 Q % 15% 1% 5% % Summary Inventories, due to strong organic sales growth, and deliberate step-up in the US, due to soaring steel prices and stressed supply chain, increased to mn end of Q2 218 (Dec. 31, 217: mn) Inventories increase due to acquisitions 19.5 mn Elevated steel price level in absolute terms As a result, days of inventory outstanding came in at 6 days (June 3, 217: 51 days) Summary NWC amounted to 24.4 mn in absolute terms, up 43.1% on Q2 217, NWC ratio at 14.8% (py: 11.9%) Strong sales increase plus pick-up in net working capital driven by higher inventories and slower rise in trade payables which increased by 1.6 mn versus 14.8 mn in Q2 217 Acquisitions related increase in receivables largely offset by payables Besides, negative regional mix effect with regard to receivables

23 Operating free cash flow by quarter in mn Q1 Q2 Q3 Q4 Q1 Q Q2 OFCF (net cash flow from operating activities less investments in PPE and intangible assets, pre M&A) came in at mn in 218 (py: 7.5 mn) caused a.o. by the increase in net working capital. Improvement and seasonal positive patterns in HY

24 Net debt at 252. mn - Equity ratio remains solid at 3.4% Net debt Equity ratio in mn Σ 15.5* Σ 252.* Dec 31, 217 Jun 3, 218 Cash Debt 3.2% 3.4% Dec 31, 217 Jun 3, 218 * Net debt including cash and cash equivalents and other short-term investments sequentially increased to 252. mn (Dec. 31,217: 15.5 mn) Cash and cash equivalents and other short-term investments amounted to mn (Dec. 31, 217: mn). The equity ratio as of June 3, 218 was 3.4%. 24

25 Reconciliation of net debt Q1 218 to Q2 218 in mn Net debt Mar Repaid Bond Dividend payment M&A op. FCF Others Net debt Jun Net debt up by 19.4 mn driven by dividend payout, M&A spend (V.Orlandi and York Group) and negative operating free cash flow. Bond maturity April 26, 218 offset by cash equivalents used for redemption. 25

26 Adjusted financial targets 218 and mid-term planning 22 New FY 218 outlook* FY 218* Strategy 22 Sales Organic increase of 5 to 7% assuming stable FX rates and unchanged scope of consolidation + contribution from V.Orlandi and York takeovers (~ 6 mn) + potential further M&A Organic increase of 4 to 5% assuming stable FX rates and unchanged scope of consolidation + contribution from V.Orlandi and York takeovers (~ 5 mn) + potential further M&A Organic: 1,25 mn + M&A: Coops, JVs, acquisitions Total: 1,5 mn Adj. EBIT margin Net working capital ratio 7.% to 8.% 8.% to 8.5% 8% 12% 12% 12% CAPEX 38 to 4 mn incl. high single-digit Euro mn amount related to new China plant 38 to 4 mn incl. high single-digit Euro mn amount related to new China plant 26 mn to 28 mn p.a. 26 * Projections assume that there is no significant deterioration of the political, economic or industry-specific environment; organic projections do not include potential sales and earnings contributions from acquisitions or JVs

27 Disclaimer Not for general release, publication or distribution in the United States, Australia, Canada or Japan. By attending this presentation you agree to be bound by the following limitations: This presentation has been prepared by SAF-HOLLAND S.A. ( SAF-HOLLAND ) and comprises written materials concerning SAF-HOLLAND. It is furnished to you solely for your information and may not be reproduced or redistributed, in whole or in part, to any other person. It contains summary information only and does not purport to be comprehensive and is not intended to be (and should not be used as) the sole basis of any analysis or other evaluation. No representation or warranty, express or implied, is made as to, and no reliance should be placed on, the fairness, accuracy, completeness or correctness of any information, including projections, estimates, targets and opinions, contained herein, and no liability whatsoever is accepted as to any errors, omissions or misstatements contained herein, and, accordingly, neither SAF-HOLLAND nor any of its directors, officers, employees or advisors nor any other person shall have any responsibility or liability whatsoever (for negligence or otherwise) arising, directly or indirectly, from the use of this presentation, or its contents or otherwise in connection with this presentation. This presentation contains certain statements related to our future business and financial performance and future events or developments involving SAF-HOLLAND and/or the industry in which SAF-HOLLAND operates that may constitute forward-looking statements. These statements may be identified by words such as believes, expects, predicts, intends, projects, plans, estimates, aims, foresees, anticipates, targets, and similar expressions. Forward-looking statements are not historical facts, but solely opinions, views and forecasts which are based on current expectations and certain assumptions of SAF-HOLLAND s management or cited from third party sources which are uncertain and subject to risks. Actual events may differ significantly from the anticipated developments due to a number of factors, including without limitation, changes in general economic conditions, changes affecting the fair values of the assets held by SAF-HOLLAND and its subsidiaries, changes affecting interest rate levels, changes in competition levels, changes in laws and regulations, environmental damages, the potential impact of legal proceedings and actions and the Group s ability to achieve operational synergies from past or future acquisitions. Should any of these risks or uncertainties materialize, or should underlying expectations not occur or assumptions prove to be incorrect, actual results, performance or achievements of SAF-HOLLAND may (negatively or positively) vary materially from those described, explicitly or implicitly, in the relevant forward-looking statement. The information contained in this presentation, including any forward-looking statements expressed herein, speaks only as of the date hereof and reflects current legislation and the business and financial affairs of the SAF-HOLLAND which are subject to change and audit. Neither the delivery of this presentation nor any further discussions of SAF-HOLLAND with any of the recipients thereof shall, under any circumstances, create any implication that there has been no change in the affairs of SAF-HOLLAND since such date. Consequently, SAF-HOLLAND neither accepts any responsibility for the future accuracy of the information contained in this presentation, including any forward-looking statements expressed herein, nor assumes any obligation, to update or revise this information to reflect subsequent events or developments which differ from those anticipated. This presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident or located in any state, country or other jurisdiction where such distribution, publication, availability or use would be contrary to law or regulation or which would require any registration or licensing within such jurisdiction. This presentation is for information purposes only and does neither constitute an offer to sell securities, nor any recommendation of, or solicitation of an offer to buy, any securities of SAF-HOLLAND in the United States, Germany or any other jurisdiction. In the United States, any securities may not be offered or sold absent registration or an exemption from registration under the U.S. Securities Act of

28 Investor Relations SAF-HOLLAND GmbH Stephan Haas Hauptstraße Bessenbach Phone Telefax Mobile

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